What are the ten real barriers stopping dental patients from accepting treatment?
Time. Money. The spouse or financial veto holder. Societal beliefs and outside influence. Concerns about treatment outcome. Fear (past, imagined, or current). Not perceiving the need. Too many choices. Expectations about appearance, function, and durability. Psychological issues. Most dentists blame money first and stop there. Money is usually a factor but rarely the only one, and often not the binding one. The patient who says ‘I cannot afford this’ sometimes means ‘my spouse will object’ or ‘I am terrified of the procedure’ or ‘I do not see the problem as urgent.’ Each of the ten barriers needs identification and an active response from your selling system. Address them one at a time. Yes rates rise.
If the answers you are finding here resonate with you, my team and I work with a small group of clients each year. The next step is a complimentary Discovery Consultation and Practice Review with Dr. McAnally.
